Strategic Planning & GTM Execution

• Designed and implemented North American and Regional Business Plans, aligning growth strategies to corporate goals.
  
• Conducted SWOT analyses and developed risk management and contingency plans to anticipate and mitigate challenges.
  
• Created annual business plans, led Quarterly Business Reviews (QBRs), and facilitated Strategic Business Reviews (SBRs) to ensure accountability and alignment.
  
• Developed comprehensive go-to-market strategies across Direct, Broker, Consultant, and Partner channels for SMB, Mid-Market, and Enterprise segments.
• Oversaw territory alignment by geography, segment, and channel to maximize coverage and revenue opportunity.

Pipeline Strategy & Coverage

• Built and optimized pipelines across regional, segment, and vertical markets to ensure balanced coverage and growth.
  
• Established data-driven prospecting and lead generation frameworks, leveraging marketing alignment, data mining, and partner collaboration.
  
• Implemented BANTS and MEDDICC methodologies to ensure opportunity qualification, prioritization, and disciplined execution.

Prospecting & Campaign Management

• Implemented rolling 30-60-90 prospecting plans with campaign accountability.
  
• Achieved 90% account coverage every 90 days through structured touchpoint plans.
• Drove upsell, cross-sell, referral, and event-based prospecting programs to deepen client relationships and expand footprint.
  

Forecasting Excellence

• Facilitated weekly pipeline reviews and quarterly business kick-offs, ensuring visibility, ownership, and goal alignment.
  
• Conducted strategic account reviews and close plan assessments, evaluating deal value, probability, timing, and risk.
• Maintained a 3x pipeline-to-quota ratio, supporting predictable, scalable revenue outcomes.

Sales Methodologies

• Applied Challenger, StoryBrand, and Miller Heiman frameworks to guide client engagements and align solutions with desired business outcomes.
  
• Drove urgency and alignment through executive sponsorship, stakeholder mapping, and mutual action plans.
  

Contract Negotiation & Close

• Led complex contract negotiations, balancing pricing, terms, and win-win solutions.
• Partnered with Legal and Finance teams to ensure compliance, risk mitigation, and long-term customer value.

• Partnered with marketing to create and execute sales marketing strategies, prospecting campaigns, and go-to-market collateral.
  
• Developed a resource library of enablement content, thought leadership materials, and demand generation assets.
  
• Leveraged social media and digital channels to enhance brand visibility and drive top-of-funnel engagement.
  

Recruitment

• Identified and attracted top-tier sales talent characterized by grit, curiosity, process discipline, executive presence, and collaboration.
  
• Designed a multi-step interview process including recruiter alignment, executive evaluation, peer interaction, and cultural fit assessment.
  

Ongoing Assessment & Development

• Continuously evaluated performance, aptitude, and attitude to ensure territory coverage, motivation, and engagement.
  
• Created career pathing and coaching frameworks to support development and retention.
  

Retention & Engagement

• Structured equitable territories and recognition programs to sustain morale and performance.
  
• Hosted quarterly meetings, kickoffs, and annual celebrations to reinforce culture, alignment, and achievement.
• Fostered a learning-centric, high-performance culture rooted in accountability, collaboration, and growth.

New Hire & Continuous Learning

• Developed onboarding programs focused on foundational skills, company values, and continuous learning.
  
• Designed ongoing development series including workshops on prospecting, positioning, negotiation, and forecasting.
  

Culture of Growth

• Integrated leadership readings and development tracks (e.g., The OZ Principle, Drive, Good to Great) to foster mindset and mastery.
• Established mentorship programs and 1:1 coaching to drive engagement and individual growth.

Team Culture

• Cultivated a winning, learner-driven culture anchored in collaboration, transparency, and recognition.
  
• Promoted cross-functional synergy with product, marketing, and operations to align strategy and execution.
  

Corporate Integration

• Served as a key conduit between field sales and corporate leadership, ensuring alignment of mission, vision, and values.

• Enhanced executive visibility and engagement across regions through structured communications and collaboration frameworks.